Preparation is essential so that while qualifying your prospect you are visualizing the one or two vehicles in your inventory you want to present. You know what is available and where it is. It's then a smooth transition to selecting, presenting, and test driving the right vehicle. There is a saying "Fake it 'til you make it!" It may apply somewhere but it most certainly holds no placed in auto jobs. In the used car sales environment if you fake it you will not make it. Failing To Keep Your Word Being you means slowing down and, when appropriate, sharing a little about you. Yes your job is to put this prospect into a vehicle off of your lot. But if you simply stick to the business of moving steel you will fail. Rarely does anyone purchase a vehicle without getting to know the person they are buying from at least a little bit. More importantly, the prospect wants to sense you are genuinely interested in him. The most successful people in auto sales jobs plan for success by mapping out their month, week, day, by avoiding the complacency black-hole, and by seeking feedback from mentors and customers. By-the-way, when you sincerely ask a customer if there was anything you could have done better that goes a long way in strengthening the trust in your relationship. Trust is essential in any business relationship. Used car sales people already have a stigma, a stereotype of not being reliable. Hence, it is essential that your word is your bond! Yes in used car sales most dealerships have a sales manager whose job is to coach and mentor the automobile salespeople. But most automobile sales managers, unfortunately, do not invest the energy or time in developing their sales people. Success in used car sales rests with the initiative of the automobile salesperson. If that is you, or if you are considering a career in selling automobiles, go for it. Failing To Be You There is a saying "If it looks like a duck; if it quacks like a duck; if it walks like a duck - then it has to be a...". You complete the sentence. And when you do ask yourself "Is my manager responsible for me being prepared?", "Is the Dealer Principle responsible for scheduling my time?", "Are my fellow automobile salespeople responsible for keeping my word?" Failing To Schedule Your Time By-the-way,Seattle Seahawks Jerseys, when you are unprepared the prospect takes over the questioning. In used car sales, when the prospect starts asking all the questions she is in control. When the prospect is in control, your commission decreases proportionately - if you get the sale at all. In closing, it should be evident that you and only you are responsible for falling into this list of pitfalls. You are the one who needs to prepare - regardless of the vocation you are in. You are the one who needs to take charge of your schedule - regardless of the career you choose. You are the only one who can keep your word, your commitments, your promises. And, you, yes you, are the only person in the whole world who can be you. Choosing not to take the time to walk your lot checking for new arrivals and for what is no longer available means you are setting yourself up to be less effective. Choosing not to learn about the features and benefits of the units you have in inventory means you will miss opportunities to make a sale simply because you are unable to match the prospect to the right vehicle. Keeping your word, doing what you say you will do, following up when you say you will demonstrates you are dependable. It is that creditability that strengthens any sales relationship. Not being reliable is like a gardener finding weeds in the flower bed. They are unwelcome and so quickly disposed of. The same holds true for used car sales people, on your next follow up call to your prospect you learn he's bought down-the-road. That could be a signal your prospect did a little gardening. To be a sales champion you must be genuinely interested in serving people. If all you have is dollar signs in your eyes, prospects will walk. People want to do business with salespeople they can trust, salespeople who are interested in them. You demonstrate that by being you, by listening more than you speak, by asking questions for clarification, by taking notes, by maintaining eye contact and acknowledging the prospect as a person. Failing To Prepare YOU can and will succeed if you take control of your sales career development. As an automobile salesperson, you are in business for you. Treat your career as a business and you will succeed. But be careful you don't fall into any of the following pitfalls. Prospects will see through the charade. Yes, it happens from time-to-time that you cannot get what the prospect requested or there is a delay in getting an answer. In these situations keep your prospect involved. Let them know what progress you are making. Stay connected and your prospect will stay with you. The danger for more experienced sales people is falling into the complacency black-hole. Complacency is that place where salespeople have had reasonable success as a result of doing the right things and now, for some strange reason, feel the momentum will continue simply because of past successes. So they stop tracking their activity, they stop reading and learning, they simply let slide all of the activities they did previously that moved them to where they are today. Used car sales champions map out their month, week, and day. They schedule time for daily follow up on their sold and prospect lists. They plan time for sending holiday and special occasion cards. They map their month, week, and day because they understand that gabbing in the huddle, standing at the door waiting for a walk-in, hoping for an Up is unproductive. Career automobile sales people plan for success. When you commit to do something for a customer or prospect, make it happen. Failing to follow through,Cincinatti Bengals Jerseys, failing to keep your word sends a message shouting you cannot be depended upon. And, if you don't follow through now, what kind of support can a prospect expect after the sale? There can be only one answer. By you taking charge of you, you can achieve greatness in used car sales and beyond. Remember: Nothing happens until someone sells something. Being prepared means knowing your product. In used car sales this means knowing what you have in inventory. It means knowing which units are 4 wheel drive, which are All Wheel Drive and what the difference is. It means knowing the features and power options available in your inventory. For example, vehicles with cruise control, air conditioning, power locks, keyless entry, sunroofs,Cheap Santonio Holmes Jersey, which have manual transmissions or units with diesel engines. Sales Champions Make It Happen! 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